Lesson 3: Explore Connections
In Lesson 2, we learned how to use the research individual business prospects so you can better qualify them as suitable prospects for your products. In this lesson, we’re going to learn how to explore ways in which you might be connected to each prospect.
Step 1: Make sure you have our LinkedIn extension for Google Chrome installed.
To get the extension if you don’t already have it installed, simply navigate to the page for the PerfectLeads extension in the Google Play store and click Add to Chrome. Here’s a short video that explains how it works:
Step 2: Review existing connections.
It’s really important to note that we didn’t build PerfectLeads to provide you with contact information of company employees. Rather, we built the tool to help you find companies that look like your ideal customer, and it’s up to you to figure out how best to connect with that company. Any contact information or tools we provide are simply there to assist in your prospecting. This is a really important point. That said, we do provide you with public information where we have to for the purpose of improving your targeting accuracy, thereby saving you time and limiting the amount of otherwise spammy outbound sales you might be have to do.
When you look at a given prospect’s profile, once of the first sections you’ll see is entitled Verified Contacts. These are employee records that other PerfectLeads users have discovered using our LinkedIn extension for Google Chrome (see more below). You can feel confident that, at least according to LinkedIn, the people in question are likely employees of the company.
Further down on the Company Profile, you may also notice a section called Unverified Contacts. These are employee records that we’ve discovered elsewhere on the public web and, as such, are less reliable. In some cases, the information may be outdated or plain wrong, but we have included it here in case it can help you prospect and sell in a more targeted, qualified manner.
Please note that these data are intended to inform your sales effort, and not to serve as tool for spam. We encourage the use of highly-targeted personalized communications, and do not condone low-accuracy bulk solicitations. See also the PerfectLeads ToS, which prohibits the use of data in matter that is not compliant with the CAN-SPAM Act of 2003.
Step 3: Explore new connections using our extension.
Once you have the extension installed, click on Explore to spawn a new LinkedIn window showing search results for the prospect company in question. Click on the company in LinkedIn to see how you’re connected to the people who work for that company. Now, see the PL icon next to their names? Simply click on it to import those contacts back into PerfectLeads so you can continue working the prospect.
When you’re done, go back to the Company Page in PerfectLeads, where you’ll notice the employee records you’ve added. Continue researching the prospect in this way until you’re satisfied that they are, or are not, a good candidate for your products.
Step 4: Select connections you’d like to include in the prospect record you send to your CRM.
So, by now you should be done reviewing existing connection data or enriching the prospect profile with any new connections you may have discovered. At this point you’ll want to make sure you’ve selected the connections you’d like to include in the prospect record you send to your CRM.
To do this, simply check the box next to each connection you’d like to include in the prospect before you click Add to my Prospects. If you have not selected any connections, the prospect record will still be added, but will only include company level details.
And that concludes Lesson 3: Exploring Connections. In Lesson 4, you’ll learn how to sort and download your curated list of business prospects.
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